[ILUG-SOCIAL] Our next seminar dates

[Robert Seviour]

Selling for Engineers		(One-day Seminar)

The Selling for Engineers seminar is a good introduction to effective sales
principles for people who are new to selling, and also a useful refresher
for 'old hands'.  It applies to selling both technical products and
intangible services.

Many Sales Engineers have been learning the technical skills of their job
for years but have had little formal training in selling.  This course
helps correct that imbalance.  
Typical job titles of delegates: Sales Engineer, Account Executive and
Business Development Manager.

Fee for this event is £300 per person.




Telephone Sales Prospecting for Engineers	(One-day Workshop)

This event is a practical workshop teaching people in technical companies
how to find new customers on the phone.  It is applicable to business
development for both tangible products and intangible services.  The first
session addresses whom to target, what to say and how to handle problems. 
The remainder of the day consists of live sales calls with coaching from
Robert Seviour; the objective being to give delegates some positive
experiences of prospecting, make sales appointments and maybe sell
something!

Please note that this telephone sales prospecting event is restricted to a
maximum of six delegates to permit individual coaching.

Fee for this event is £300 per person.


Closing Techniques Workshop    (Half day workshop)

What if the customer says:
        'It's too expensive'
        'We're happy with our present supplier'
        'I want to think about it'
 
Can you handle these common objections?
By far the most efficient way to be more profitable is to turn more of the
enquiries you receive into paid orders.  For this, the ability to resolve
objections is critical - either you close or you lose the sale.
And if you answer 'How much discount will you give me?' with: 'I'll ask my
boss', you waste profit, which could be yours with a better reply.
 
In only half a day I will teach you techniques which overcome these
objections and more. You will be able to use them immediately to win
profitable orders.
 
There is no need to lose business to your competitors or give big
discounts. 
 
Fee for this event is £145 per person. 
 
 
If you have never had any formal sales training or need a refresher,don't
continue to work at a disadvantage. 
 

Reservations and information
Please contact us on: 

Tel:  01481 720 294     Fax:  01481 720 317

Here are the dates

Event							Location		Date
Selling for Engineers Seminar	Edinburgh 		Wed 3 Sept 2003 
Closing Techniques Workshop		Edinburgh 		Thurs 4 Sept 2003
Selling for Engineers Seminar	Amsterdam		Thurs 18 Sept 2003
Closing Techniques Workshop		Birmingham		Fri 19 Sept 2003
Sales Prospecting for
Engineers Workshop				Leeds			Mon 22 Sept 2003
Closing Techniques Workshop		Leeds			Tues 23 Sept 2003
Selling for Engineers Seminar	Gatwick			Thurs 25 Sept 2003
Closing Techniques Workshop		Gatwick			Fri 26 Sept 2003
Selling for Engineers Seminar	Belfast			8th October 2003
Sales Prospecting for
Engineers Workshop				Belfast			9th October 2003
Closing Techniques Workshop		Belfast			10th October 2003
Selling for Engineers Seminar	Dublin			15th October 2003
Sales Prospecting for
Engineers Workshop				Dublin			16th October 2003
Closing Techiques Workshop		Dublin			17th October 2003

If sales training is not an issue for your company please write the word
"DELETE" in the subject line and send it back to us. We will remove your
details promptly.